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Fresh Eyes 103 costs, Wal-Mart operates with expense rates that competitors aren’t likely to approach anytime soon. Ignorance of the rules has paid off. In their fi rst 36 years of operation, Wal-Mart, Wal-Mart Super Centers, and Sam’s Clubs combined to capture 15 percent of the total U.S. retail market, including autos! Long standing businesses must get ignorant in order to get smart— ignorant in the sense of never treating the industry’s conventional wisdom as unquestionable dogma. The trendsetters’ only dogma is: Question everything. How to get ignorant to become smart • Walk through your offi ce, store, or plant, as you have never done before. Each step of the way; adopt the naive eyes of a young child and ask questions like, “Why are things done this way?” or “Why can’t we do that a different way?” • As you talk with manufacturers and distributors in your supply channel, notice the compromises being tolerated out of “it’s-always-been-done-this-way” habit. Then imagine you are a child who feels no need to compromise. (Remember, kids don’t care about budgets, so don’t shut down your capac- ity for no-limit thinking at the very outset with preoccupa- tions about paying for the innovation.) • Better still, invite a group of grade-schoolers to tour your busi- ness and encourage them to voice their questions and share their reactions. Get ready for an eye-opening experience. In 1966, Payless Shoes President Maxine Clark left to pursue her mission of bringing the theater back to retail- ing. In her research, Clark visited a factory that offered tours to grade schools and scout troops. She observed how the process of seeing products actually being manufactured enthralled the children. Clark decided to recreate the fac- tory’s process in a mall-based retail experience, known as Build-A-Bear Workshop. The workshop is organized into a Invent Business Opportunities No One Else Can Imagine 104 sequence of eight stations where children and adults work on their furry friend selected from 30 stuffed animals. The stations are titled Choose Me, Stuff Me, Hear Me (a record your own message chip to serve as the bear’s voice), Stitch me, Fluff Me, Name Me (a birth certifi cate and entry into a bear tracking system), Dress Me, and Take Me Home (a carrying/storage case). Clark’s advisory board includes children ages six through 14. She is constantly checking ideas with friends’ children, children she meets during travel, and of course, feedback from in-store questionnaires. Build-A-Bear Workshop is one of the few mall-based inter- active retailing experiences for children. In 1991, National Retail Federation honored the company with its Retail Inno- vator of the Year Award. • Practice thinking like a kid who doesn’t know any better. Pretend that you are a 6-year-old blessed with a huge capacity for no-limit thinking. What are the wildest dreams for services that you would love to have available? For example: - Why can’t they develop some surgical procedure, neuron stimulation method, or drug to create selective memory, so we vividly recall happy times and totally forget unpleasant experiences? - While golfi ng, why can’t we channel to our conscious minds the same thoughts Tiger Woods does when he contemplates a 12-foot putt? - Why can’t we have a company that specializes in clean- ing and organizing garages (so we can actually park our cars in them)? - Why can’t there be an emergency number to call when you need help with a computer problem and you receive the tech support runaround? Fresh Eyes 105 - Why can’t we create a commuting system that puts an end to traffi c jams? - Why can’t some company create a single plastic card to store all my data so I don’t have to carry a bulging wallet with fi ve airline cards, three credit cards, two phone cards, and a health insurance card? - Why can’t we have personal submarines? - Borrowing an idea from Star Trek, I wonder why we can’t have a means for transporting matter through teleportation? - Why can’t we have a device that would convert our vocal tone so at any given moment we can sound like James Earl Jones, or Barbra Streisand? - Why can’t I be paid a commission every time my per- sonal information is transferred from one company’s database to another’s? - Why can’t we have an electronic shopping service where you could input your shopping criteria for buying a product (a car that seats fi ve comfortably, less than $35,000, etc.) and your PC would search through databases and produce an answer within an hour? - Why can’t we have an electronic gatekeeper to scan phone calls, voice mails, faxes, and e-mails based on a priority code that you could program into the system? ••• Don’t dismiss the business practicality of this exercise. Remember, Mark Cuban asked one single question, “What would it take to get Indiana Hoosier basketball broadcasts piped to Dallas?” How’s that for thinking like a kid who didn’t know any better back in 1994? That question brought radio to the Internet when Cuban founded AudioNet, which later sold as Broadcast.com for $2.4 billion in Yahoo! stock. Invent Business Opportunities No One Else Can Imagine 106 Wandering Eyes Discard Industry Boundaries Wandering eyes look beyond industry rivals to products and services in other industries. They notice the tradeoffs customers make across sub- stitute industries and recognize the opportunity in them. The beauty of this approach lies in escaping a head-to-head competi- tive view of an industry. When strategizing is a knee-jerk reaction to the big players’ strengths and weaknesses, nothing revolutionary emerges. Whether the eventual strategy is to match or beat a rival, it is likely to be bracketed within a common set of tacit understandings. When strategies converge, competition usually hovers around incremental improvements of quality, price, or both. Trendsetters with wandering eyes are not content to stay fenced in by their industry’s traditional walls. They prefer to stray to unfamiliar turf, busting through conventional boundaries that defi ne an industry. Operat- ing with wandering eyes usually comes in two forms: • Defi ning a value offering that is superior to what two or more other industries provide. • Gleaning ideas from other countries or adapting methods from other industries. Venture Law Group (VLG), for example, redefi ned what a law fi rm could do for entrepreneurial startups. Founder Craig Johnson focused on serving startups that had great ideas but no cash to spend on exorbitant legal fees. These startup entrepreneurs were stymied by incomplete services among a group of industries: Venture capitalists got them funding. Manage- ment consultants offered business advice. Executive recruiters assembled top talent. And fi nally, law fi rms handled the barrage of legal transactions. Startup entrepreneurs were forced to deal with a variety of substitute industries without a one-stop shop, integrated service approach—until VLG came along. Aptly located in Silicon Valley, VLG initially resembled a venture capi- tal fi rm. Because of its great track record for discovering startups that had the best probability of success, VLG commanded credibility among Fresh Eyes 107 venture capitalists and the entrepreneurial community. After selecting a promising entrepreneurial vision, VLG spent weeks on a business plan and fi nancing strategy at no cost to the client until fi nancing was arranged. Once a deal was conceived, VLG required a small equity position in the new company. In addition to possibly scoring a fi nancial windfall, VLG gained a pow- erful position in its customer’s mind—as full-fl edged business partners rather than easily replaced legal advisors. Only after the investors’ fi nan- cial package was assembled did traditional legal services and hourly billings commence. In an entrepreneurial startup niche, VLG appears to have all the value bases covered. Instead of competing against law fi rms, they have invented a one-stop shopping destination for entrepreneurs with bold ideas. How to get your eyes to wander • Write a list of companies of which you are a raving fan. For each company on the list, write down the specifi c prac- tice that you love. Then imagine how each practice could be adapted to your industry. • Examine the hassles other industries are implicitly asking their customers to accept. What solutions could you bring to bear regarding these unmet customer needs? A prime example is Microsoft’s ability to provide electronic solu- tions to the latent needs of a wide variety of industries. Microsoft Expedia outpaces the websites the travel industry has put together. Car Point Software provides detailed comparisons between automobile makes and models, offers the dealer price, allows a buyer to survey a variety of auto insurance policies, and to apply on line. Even online checking and newspaper advertising are available using Microsoft products. As David Kirkpatrick of Fortune says, “Watching Micro- soft encroach on your industry is like seeing an elephant Invent Business Opportunities No One Else Can Imagine 108 head for your rose garden.” If solving the hassles of other industry’s customers works so spectacularly for Microsoft, why not you? • Apply metaphors and analogies to reconceive your company and its products and services. National Basketball Associ- ation Commissioner David Stern unabashedly admitted to modeling his league’s branding strategy after Disney and McDonald’s. In the 1990’s, faced with a mature fi lling-seats- in-the-arena business (arenas were nearly fi lled to capacity for the average game), Stern reconceived the NBA as a full- fl edged entertainment business. NBA players are seen as indi- vidual superstars headlined in promotions even ahead of their teams. In the same way that Disney has Mickey Mouse and Donald Duck, the NBA has had characters such as Charles Barkley and Dennis Rodman. While Disney and McDonalds appealed to youth as prime customers, the NBA forged rela- tionships through stay in school and drug prevention pro- grams, as well as Inside Stuff, a youth-oriented TV show. Just as Disney is much more than a theme park, the NBA diversifi ed its product line beyond ticket revenues to include apparel, logo licensing, videotapes, digital game broadcasts (NBA.com), and basketball trading cards. • Alter your perspective by taking trips to foreign countries, or by developing relationships with international members in your trade association. • Trace the initial and follow-up activities associated with the use of your product or service. Put yourself in the consum- er’s shoes and envision what happens before, during, and after your product is used. What other vendors do your con- sumers currently reach out to for services? Which services might your business provide to gain a greater share of profi t? If it is not feasible for your business to offer the service, what partnerships and alliances could furnish the services in a referral or cross-selling model? Fresh Eyes 109 Imagining Eyes Create Hindsight in Advance Replicators and trendsetters observe the future from very distinct van- tage points. To use a sports analogy, replicators get to be Monday morning quarterbacks critiquing the actions of the active players. Waiting for chang- ing circumstances to shake out, they watch the interaction of their com- petitors’ moves and emerging trends before executing their own strategic responses. But as observers on the sideline, they live in constant fear that the whistle will blow to end the game before they set foot on the fi eld of play. Replicators run the risk that the window of opportunity to capitalize on an evolving trend will shut down before they can act. Creating hindsight in advance amounts to giving up the false sense of safety on the sidelines and stepping onto the fi eld with both feet while the rules of the game are in fl ux. The trendsetters pre-game scouting report about the future consist of two primary elements: 1) experts’ assumptions about trends likely to effect the far future; and 2) actual observations of changes that are already happening but haven’t yet emerged as full-blown trends. Using this information, trendsetters discern trends that are likely to have decisive impact on their industry, and then imagine what latent needs would intensify if the trend plays out to its logical conclusion. Kinkos is a good example of a company that capitalized on several emerging trends. Originally established in the 1970s to provide copy ser- vices on college campuses, Kinko’s now serves an entirely different clien- tele—business people. Its transformation began in the 1980s, when CEO Paul Orafela and his team noticed several emergent trends—layoffs, out- sourcing offi ce functions, and the home offi ce boom. Kinko’s soon became the world’s leading provider of document solu- tions and business services. In addition to copies of all kinds, Kinko’s offers 24-hour access to color printing, fi nishing and presentation services, Internet access, videoconferencing, and Web-based printing and document management. They have formed strategic alliances to expand offerings to both business and personal needs. For example, Kinko’s and Fed Ex pro- vide customers with late drop-off locations around the world. Invent Business Opportunities No One Else Can Imagine 110 Kinko’s dramatic migration to the business marketplace illustrates stra- tegic foresight based on noticing potential trends and then imagining the needs that would be evident once the trend fully took hold. Kinko’s top competitors, including Sir Speedy and Pip Printing, probably had the same trend information, but lacked Kinko’s imagining eyes. How to create hindsight in advance Organize a trend-clipping service within your own company. Encour- age departmental teams to scan the periodicals they normally read and clip out any articles about trends that might affect your business. Assemble the trend information in fi les and circulate them among team members. At a monthly meeting, select the highest rated trends and ask questions like: How would the world look if any single trend or cluster of trends gained full expression? What needs would intensify among your customers and your customers’ customers? How can we gain further insight into this trend and infl uence its direction and speed? Imagine a team focused on the following set of trends: • Trend: In the United States between 2000-2010, the 55-64 year old population will grow 74 percent, and the 65+ group will grow 54 percent. These are the only two groups antici- pating growths in the double-digits. • Trend: In the next 10 to 20 years, the huge population of Baby Boomers will be retiring. • Trend: The Baby Boomers will not be aging gracefully, nor will they accept the limitations of aging. Witness the growing number of weekend athletes. Their participation is increased by the revolution in sports equipment to compensate for declining physical capacity, such as the oversized Prince tennis racquets, designed to make it still possible to execute hard- to-reach volley returns. The popularity of Viagra is a clear expression of the desire to stay young. • Trend: At the time they retire, Baby Boomers will have the greatest wealth and discretionary income of any generation. Fresh Eyes 111 • Trend: A large segment of these retirees will not have chil- dren to care for them, either because of geographic distances, or the choice to remain childless. With those fi ve pieces of information in mind, the potential services for Boomer retirees are abundant in a variety of industries. For the con- struction industry, more seniors will want to live at home for as long as possible and avoid institutional care, so remodeling or building new homes with physical limitations in mind is a potential growth opportunity. What about a senior concierge service targeted for affl uent retirement havens whose residents refuse to be limited by what Medicare will reimburse, but can’t afford live-in caregivers? This service would provide the assistance generally given by children, such as physician referrals and healthcare advo- cacy, paying bills, housekeeping, providing personal chefs to prepare meals, running errands, and arranging transportation. Consider a networking ser- vice for seniors to connect with peers with like interests and hobbies, travel companions, or even romantic relationships. What about the plight of RV retirees who prefer to spend their time accessing the Internet for emails, travel information, and stock prices? In remote areas such as a KOA camp- site in Montana, where the cable pickup looks like snow and there’s not a Blockbuster within 200 miles, high-tech companies could offer Internet- based TV and movies. Finally, could you fathom a consulting service that advises existing businesses on new opportunities to extend their core com- petencies or reformat their retail outlets to serve seniors? Belonging Eyes Produce a Network of Relationships Is it possible that customers could become loyal fans because they bond with each other in a sense of shared affi liation with what a company stands for? We are witnessing a changing sense of affi liation in our society that substitutes particular social organizations for the traditional nuclear family. In their book The 500 Year Delta, Watts Wacker and Jim Taylor con- tend the new social organization comprises neo tribes, affi nity groups, and fraternities of strangers. Invent Business Opportunities No One Else Can Imagine 112 If not among family members, where do people congregate? Think of the gregarious gang at the bar on Cheers or the male bonding that typifi es 50,000-seat stadiums full of Promise Keepers. Think of Star Trek conven- tions thronged by costumed trekkies, and people spending hours “talking” in Internet chat rooms. Let’s not forget extreme sports fanatics, physical fi t- ness enthusiasts, self-improvement junkies, the Martha Stewart crowd, and environmental crusaders. What if a company orchestrated the affi liation of its own customers who share a common love of the product or service? This points us in the direction of escaping the tired and drab marketing jargon of “demo- graphics,” into a perspective I call “belonging eyes,” which acknowledges the latent need for bonding with other people who share similar values and interests. The unique opportunity comes when an affi nity group sees a product, service, or company as its rallying point. The hands-down innovation catalyst in capitalizing on the need for belonging is Harley Davidson. The motorcycle company’s ingenious cus- tomer network, known as the Harley Owners Group, is a 15-year-old pro- gram with 325,000 members and 940 chapters that are closely connected by hobby and lifestyle. The company offers education for 7,000 chapter offi - cers on how to attract new members, how to organize events, even whether to incorporate or not. Harley Davidson is far more than a motorcycle com- pany to customers; it is the headquarters of the “open road” fraternity. Growing a tribe of business revolutionaries Less famous than Harley, but highly effective in tribalizing customers is Fast Company magazine. The Fast Company tribe is comprised of four groups who have a thirst for business transformation but lack a common platform for sharing their passion and challenges. According to editor Alan Webber, “We cut across the boundaries of traditional magazines to a community that didn’t know it was a com- munity. In large companies, our readers are the infl uencing agents, early adopters of change, and restless souls. Their counterparts in ‘young com- panies’ are the top executives who seek to reinvent categories or change [...]... “knowledge is power” drilled into our heads in self-improvement tapes until it registers as truth More accurately, knowledge discovered through fresh eyes is power The trendsetter’s formidable task is to observe what everyone is familiar with, but from an 117 Invent Business Opportunities No One Else Can Imagine unusual vantage point, in order to conceive original customer insights and business opportunities. .. you could practically “competitor-proof ” your key accounts? 8 Five years from now, who will be your customers? How does your current product offering need to change to serve an aging customer base? How can you market, distribute, and 123 Invent Business Opportunities No One Else Can Imagine 9 10 11 12 13 14 15 16 17 18 124 innovate your products to reach younger customers and gain their loyalty early... possibilities, an advantage that will become more apparent as we examine Big Idea #5: ????? Big Idea #5: Questions are the seeds of innovation • 121 • Invent Business Opportunities No One Else Can Imagine Questions that produce penetrating customer insights and exceptional business opportunities don’t appear out of thin air To jumpstart your journey to assembling your own powerful set of strategic questions,... Central Market regularly produces one million dollars in sales a week HEB currently has plans for six stores in this format in major Texas cities This original shopping experience makes Central Market the second most visited tourist attraction in Austin, behind the State Capital Building 115 Invent Business Opportunities No One Else Can Imagine From emotion to function: No- frills treatment for hernias... organized way but would find your products and services appealing Based in Santa Barbara, California, The Innovation Network promotes conferences and information exchanges 113 Invent Business Opportunities No One Else Can Imagine between people in corporations, government, and universities who love innovation and may feel isolated within their own organization The Million Dollar Round Table (MDRT) is a... in Thornhill, Canada, offers no private rooms, no phones or televisions in the rooms, no fresh sheets on the beds, and no room service for meals! In this spartan environment, they have achieved the distinction of operating with both the lowest costs and the best outcomes of all North American hospitals on one specific operation—hernias There is simply no better place to go for high quality hernia surgery... ideals, and visions We don’t allow ourselves enough space for not knowing.” —Richard Pascale author of Managing on the Edge P roven answers are less valuable than questions that have no answer Questions stimulate a search for answers and plant ideas that nourish innovation By contrast, “knowing it all” stifles discovery Replicators, who prefer to stay with the known, eliminate What are the provocative the... What business are you really in? Not what your product catalogue suggests or where you are listed in the yellow pages, but what is the customer really buying? How can you stretch the “ box” from which you define your business? 5 What are the conventional rules for success in your industry? If you broke the rules and did just the opposite, what opportunities might open up? Collaborative opportunities 6. .. perspective is less about being smart and more about being imaginative—developing the perspective no one else has about your products, services, and most important of all, customer needs In the competitive game of innovation, original perspective is indispensable 118 Chapter 6 The Power of Questions Chapter 6 The Power of Questions “The tragedy of adult life is that we are much more likely to fulfill our... salesmen and high tech business strategists A second source of questions was the actual innovators With clients who had produced an innovative product, service, or business model, I routinely asked key contributors to tell me what questions they’d contemplated at the start of their work on the innovation Finally, I derived questions by reading books and magazine articles about business visionaries who . Internet when Cuban founded AudioNet, which later sold as Broadcast.com for $2.4 billion in Yahoo! stock. Invent Business Opportunities No One Else Can Imagine 1 06 Wandering Eyes Discard Industry. attraction in Austin, behind the State Capital Building. Invent Business Opportunities No One Else Can Imagine 1 16 From emotion to function: No- frills treatment for hernias Industry executives tend. knowledge discovered through fresh eyes is power. The trendsetter’s for- midable task is to observe what everyone is familiar with, but from an Invent Business Opportunities No One Else Can Imagine 118 unusual